Whom to Call First

To utilise your sales time fully, you should decide whom to call first. Here is a simple guideline:

The warmest calls : Call these people first:

You know all these people, and they should know you too:

Label: Customer: 

1. Current customers  

Label: Hot

2. Current prospects and potentials  
3. Past customers 
4. Past prospects and potentials
5. Customers from your past jobs

The medium calls : Call these potentials second

These people have some familiarity with you, or, at least, your customers

Label: Medium

6. Potentials who know your Company
7. Potentials who would recognize your Customers

The coldest calls : Make these calls last

These Leads or Potentials have Zero familiarity with you or your company

           Label: Cold

8. Prospects or Potentials who would not recognize you, or your Company, or your Customers